Companies are looking for a partner these days, not just a design agency to throw a marketing budget at. When working with people and trying to establish trust, it takes a little time. There is also another side of the coin, in that It's possible to deteriorate trust. Finding out how to gain trust and not deteriorate it is step one.
Listen in as Aaron O'Hearn discusses his path to Funsize, and also the nature of selling design work to product companies. We discuss some philosophies, as well as some practical aspects of business development.
Resources mentioned in this episode:

Breaking The Time Barrier
[Invest in Lines, Not Dots][2]

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[2]: https://bothsidesofthetable.com/invest-in-lines-not-dots-611f36491d73#.qgppg1l4p